If it's true that an agency's value is the largest personal asset of most agency owners, it would be prudent to aggressively manage it just like any other investment. But that doesn't seem to be happening at the average agency these days. First and foremost, the top agencies have a culture dedicated to sales, rather than service. This culture demands performance driven by various factors and influences that reinforce productive behaviors. The best producers are well aware that there's more to the total cost of risk than the price of the insurance product. Because they understand the overall cost at a deeper level, their focus in talking with clients isn't just on the insurance and the services they can provide. In the last few years, all of the best agencies have invested in new producers. They are continually on the lookout for the next star "running backs" to put in the game. That's why they're winners.